3 CipherTrust; however, these are ownership changes and didn t really affect the number of players in the market. Meanwhile, SurfControl recently bought BlackSpider Technologies, and Microsoft bought Frontbridge Technologies, both consolidating moves given that the acquirers were already players in the market. A number of other vendors are making themselves available for sale, and Gartner projects that mergers and acquisitions will reach a peak during the next 12 months as such activity begins to resemble a game of musical chairs. Clearly, Microsoft s significant investment in boundary services which will reach fruition in the forthcoming Exchange 2007 release will have a significant impact on competitive dynamics over time. High growth in this market (40% year over year) has convinced venture capitalists to double their bets to keep their investments alive long enough to be bought, and market leaders have been unable to monopolize buyers' attention. Indeed, only one of the 20 vendors in our related MarketScope research has more than a 10% market share. Still, we continue to assert that market consolidation is inevitable, and buyers should beware of companies with weak financials and/or low market share, and we evaluated these factors carefully in the Ability to Execute dimension. Potential acquirers of security companies include firewall and network equipment vendors and competitors looking to rapidly acquire market share and/or eliminate competition. Efficient and accurate spam and virus filtering with low administration overhead remain essential to buyers; however, it is generally the secondary features that win deals. Management features that lower administration overhead, policy-based outbound content inspection, encryption and appliance MTA capabilities have increased in importance as buyers look to consolidate infrastructure. Compliance and leak prevention concerns drive interest in outbound inspection and encryption, although most companies are only beginning to experiment with this capability. Prescient organizations should be looking for integration of IM and other Web-based communications modalities on the front end and intelligent archiving integration on the back end. Indeed, the pending converged communications market represents a huge opportunity for vendors to elevate their status in the organization by providing policy and protection services across multiple communications media. Achieving this goal will require vendors to have deep packet inspection capabilities to identify communications traffic and a policy management architecture that is neutral to the message medium ( , IM, chat, Web mail, blog postings, voice over IP [VoIP]). While software products dominate the installed base, we see a rapid decline in interest in software products in favor of appliances and service provider offerings. Appliances were the form factor of choice for midsize to large organizations in 2005 and We continue to see broad interest in service provider offerings by all our clients; however, small businesses (fewer than 500 seats) compose the biggest segment of service provider customers. We anticipate an explosion of service provider resellers in 2007 as telcos rebrand existing service provider offerings or buy their own infrastructure. Concurrently, Microsoft s Exchange 2007 offering will include an add-on service provider component (formerly Frontbridge). The combined marketing "noise" from these sources will lead to more market awareness and acceptability of service provider offerings, accelerating

4 market share of this delivery model from 20% in 2005 to 40% by In response, many of the appliance and software vendors will launch their own hosted models or aggressively target the telcos to capitalize on this market opportunity. Buyers must carefully evaluate the source of the underlying technology in re-branded or hosted solutions and be wary of inexperienced vendors. We recommend buying service provider offerings directly from the source (such as MessageLabs, Postini, Microsoft or MX Logic) to avoid problems caused by multiple layers of support. New service provider solutions that cobble together enterprise equipment will experience scalability limitations and likely have a more expensive cost structure. Hosted solutions (those that do not share infrastructure across multiple customers) will be the most expensive, and most organizations should avoid them. Market Definition/Description The market is defined by vendors that provide enterprise protection against inbound e- mail threats, and fulfill outbound policy requirements, at the SMTP gateway. Initial capabilities and the primary buying motivation are spam and virus filtering, but as this capability matures, organizations are looking to consolidate infrastructure, and vendors are responding by integrating MTAs, outbound content inspection and encryption. Market penetration is very high in Global 2000 companies, and most sales activity is related to the replacement of first-generation anti-spam software that is less effective at filtering unwanted and/or requires too much administration. Current buyers are looking to consolidate existing infrastructure and replace software with appliances or buy services to simplify administration. The SMB market is less-penetrated and more likely to have open-source solutions with high administration overhead. This market is very sensitive to price, and ease of use is a high priority. Globally, the market is growing at approximately 40%. Most market growth has been in North America and Europe, the Middle East and Africa; however, the Asian market, which is underpenetrated, is beginning to heat up, and we expect this market to be a significant source of growth during the next two years. The market in 2006 remains very fractured, with the top six vendors accounting for only 40% of total market revenue. Market consolidation of primary providers is under way, and we expect the top six vendors will garner a 65% share of the market by Inclusion and Exclusion Criteria To be included in this Magic Quadrant, solution providers must directly offer enterprise customers a comprehensive security boundary solution that can filter and block unwanted and viruses and provide basic intrusion prevention, such as denial of service, directory harvest and anti-relay technologies. The product must have generated at least $10 million in revenue and maintenance fees in Products must also have a

5 significant installed base (more than 1,000) of enterprise customers and/or be shortlisted or implemented by a Gartner client in the past 12 months. Added In the 2005 Magic Quadrant, we evaluated 21 vendors; this year, we evaluated 18 vendors. During the year, Microsoft bought Frontbridge, and SonicWALL acquired MailFrontier. Finally NetIQ, after acquiring Mail Marshal in 2001, sold that division back to management in December 2005, re-branded as Marshal Ltd., so these companies were added, but their predecessors' names were dropped. CipherTrust was acquired by Secure Computing in August Dropped Cloudmark was dropped from this year's Magic Quadrant because it does not sell directly to the enterprise, preferring to sell to ISPs and telcos for reselling to enterprise buyers. Also, Cloudmark is focused solely on anti-spam and virus techniques and does not participate in the broader boundary security market. MX Logic was also dropped because it does not meet the inclusion criterion of having more than 1,000 enterprise customers, because it made a strategic decision in 2005 to target only the small and midsize business (SMB) market. Mirapoint also was dropped because it does not have more than 1,000 enterprise customers. Evaluation Criteria Ability to Execute The three most-significant factors contributing to a vendor's horizontal positioning were vendor viability, market responsiveness and sales execution. We also gave significant weight to customer experience. Product or Service We rated vendors on the quality of their products on initial release, adherence to scheduled release dates and road maps. Overall Viability This category ranked vendors on business fundamentals such as revenue, profitability, capital, growth rate, quality of investors, and the strength and tenure of the management team. However, it is important to note that large multiproduct companies were ranked on the strength of the division rather than the total company. Sales Execution We considered the number of customers a vendor has as a good proxy for its ability to execute in the past, and we considered the quality of the vendor s sales channel (such as its direct sales force, channel partners, systems integrators or OEM partners) as a good indicator of a future ability to execute. We also considered the rate of growth of a vendor versus the overall market as an indicator of momentum.

6 Market Responsiveness and Track Record Although most of the evaluation in this Magic Quadrant was retrospective, market responsiveness and track record was a component in the overall score that allowed us to look at the companies' past performance as an indicator of how they will likely perform in the next 12 to 18 months. While we gave some credit to companies that have recently changed direction, much more credit was given to companies that have demonstrated a consistent market direction. Companies that have been recently acquired were downgraded slightly because of transitional issues that are inevitable in these transactions. Marketing Execution Successful marketing campaigns should lead to a heightened awareness of the product in the market, so we gave extra credit to companies that are consistently recognizable to Gartner clients and often appear on their preliminary shortlists. Customer Experience We ranked vendors in this category based on the satisfaction level of Gartner clients and reference customers. While some customers are slow to upgrade to the latest version and may be dissatisfied by legacy product limitations or management problems, our view is that vendors' ability to grow and execute will depend significantly on the peer recommendations of satisfied customers. Operations Finally, we ranked vendors based on the resources they dedicated to the issue of security and the efficient use of these resources. Table 1. Ability to Execute Evaluation Criteria Evaluation Criteria Weighting Product/Service low Overall Viability (Business Unit, Financial, Strategy, Organization)high Sales Execution/Pricing high Market Responsiveness and Track Record high Marketing Execution standard Customer Experience high Operations no rating Source: Gartner (September 2006) Completeness of Vision The completeness of vision score was heavily weighted by two major categories: market understanding and product offering (quality and functional completeness as of May 2006). Although the factors listed below were scored, they had a nominal impact on the horizontal positioning of the vendor. Market Understanding We evaluated how closely the companies' current and past vision of the market aligns with Gartner clients' "pain points" and needs and our analysis of the market's future. Vendors that have recently shifted strategies to

7 align with the market are given less credit than vendors that have had an unwavering market understanding. Marketing Strategy A company's marketing strategy refers to its ability to effortlessly explain its product or company differentiation succinctly as well as the resources to get its message out. Sales Strategy We gave credit to vendors that had reasonable list prices relative to the market and those that take a less aggressive partnership approach to negotiation (particularly renewals). Offering (Product) We put the most weight on this category and scored vendors in the following seven functional categories. Top-listed functions that customers consistently mentioned as pain points are weighted more heavily than lower-listed functions, which are not yet essential to all customers. o Manageability This category refers to a company's ability to lower administration overhead exploiting such features as intuitive management interface, end-user quarantine areas and controls, delegated administration of solution components, customizable reporting, real-time dashboards, and troubleshooting tools (such as tracking lost messages, finding filters responsible for false positives and so on). o Spam and Antivirus Effectiveness Clearly effective spam/virus/phishing filtering with low false positives is a primary consideration for all buyers. More credit was given to vendors that had their own evolving filtering "cocktail" approach than vendors that OEM code and to those that demonstrated past ability to adapt quickly to changing spammer tactics. We also considered reputation services and connections management ability and sender authentication, value-added antivirus and specific phishing detection capabilities. o MTA Capabilities Given that most clients are interested in infrastructure consolidation, we considered the product's capability to replace incumbent MTAs' products and to scale out and provide multiple 9s of reliability. Our consideration included native clustering/loadbalancing capability, features that enhance scalability, a flexible routing policy and intrusion prevention capabilities (denial of service, directory harvest, open-relay protection, error message handling including spoofed message bounces and so on). o Outbound Content Filtering Increasingly, companies are interested in inspecting outbound for regulatory or corporate policy compliance. We considered the product's capability to do efficient outbound filtering and content inspection with pre-configured dictionaries and rules that allow administrators to effortlessly set policy based on broad parameters (for example, Health Insurance Portability and Accountability Act [HIPAA]) without having to design these rules from scratch. We also considered the workflow to ease flagged message handling and alerting/notification. o Encryption Driven by information security and privacy concerns and regulation, encryption capabilities that are simple for end users to invoke, or that are automatic based on policy and content inspection, are

8 o o rising in importance. We gave credit to vendors that have integrated encryption into their product such that it is transparent to end users and easy for administrators to set up and troubleshoot. IM and Web Channels As interest in content inspection for increases, enterprises will want policy and inspection capabilities that can cover additional communications channels, such as IM, chat sessions, Web mail, blog postings and VoIP. Concurrently, inspecting for inbound malicious content requires a more complete understanding of the threats posed by malicious URLs and other Web dangers, such as phishing. We gave extra credit to vendors that have created policy architectures that are independent of the message type and that have invested in Web-based threat detection and filtering. Archiving Integration Vendors that were able to provide some level of intelligent integration with archiving solutions or provide standalone archiving solutions were given extra credit. Innovation Credit was given to companies that have demonstrated a good track record of innovation in the boundary security market as represented by innovative features and/or patents that are relevant to security. Geographic Strategy Companies that have broader global coverage, as illustrated by a breakdown of revenue by geography, were given more credit than vendors that have a regional focus. Table 2. Completeness of Vision Evaluation Criteria Evaluation Criteria Weighting Market Understanding standard Marketing Strategy low Sales Strategy standard Offering (Product) Strategy high Business Model no rating Vertical/Industry Strategy no rating Innovation low Geographic Strategy low Source: Gartner (September 2006) Leaders Leaders are high-momentum vendors (based on sales and "mind share" growth) with proven track records in security, as well as vision and business investments that indicate they are well-positioned for the future. Leaders do not necessarily offer the best products for every customer project; however, they provide solutions that offer relatively lower risk. Although smaller leaders can be acquisition targets, intellectual property assets, revenue momentum and customer list tend to limit buyers to large, established vendors with significant capital resources and a well-conceived strategy. Indeed, we

9 suspect the likely acquisitions of those small vendors in the Leaders quadrant will be positive events. Challengers Challengers are well-executing vendors that compete but that do not offer strongly differentiated products or a commitment to innovation in this market. Challengers products perform well for a significant market segment but may not show general value or feature richness. Buyers of challenger products are typically motivated by existing relationships with these vendors. Visionaries Visionaries are vendors that are differentiated by innovation but have not achieved the record of execution in the security market to give them the high visibility of the leaders. Expect state-of-the-art technology from the visionary vendors, but buyers should be wary of a strategic reliance on these vendors and should monitor the vendors' viability closely. Given the maturity of this market, visionaries represent good acquisition candidates. Challenger vendors that may have neglected technology innovation and/or vendors in related markets are likely buyers of visionary vendors. As such, these vendors represent a higher risk of business disruptions. Niche Players Niche players' products typically can solve some security problems with varying degrees of success, but they lack comprehensive features and market presence. Customers that are aligned with the focus of a niche vendor often find such providers' offerings to be good enough for their needs. Vendor Comments Barracuda Networks Barracuda Networks is a California-based company that has garnered attention for its aggressive marketing campaign, intense channel focus (sales are 100% channel-driven) and low pricing. The company also has good international coverage, with only 60% of its sales coming from the United States. The company has been quick to capitalize on its growing brand and customer presence by introducing separate appliances for antispyware and IM filtering as well as outbound content filtering. All of this adds up to impressive rapid customer growth, which caused Barracuda's significant vertical growth and its slight horizontal movement on the Magic Quadrant this year. Barracuda has shown good vision in meeting customer requirements for an security boundary capability at a moderate price, and it has also put pressure on the rest of the vendors to raise the bar on features and services to merit premium pricing. For example, Barracuda offers connection management and valued-added antivirus

10 capabilities, features that some premium-priced products often lack. filtering technology is based on a number of proprietary techniques, including open-source Spam Assassin and Clam Antivirus. Spam effectiveness is adequate, given the low administration overhead of the solution. Customers complain that key enterprise management functionality, such as centralized reporting and advanced MTA functionality, is not provided for sophisticated environments. Encryption is limited to Transport Layer Security (TLS). Outbound filtering is comprehensive and includes dictionaries and pre-configured policies, but it requires an additional appliance. Given rapid growth, it is not surprising that customers report that help desk service can be patchy at times. In short, we see Barracuda as most appropriate for companies that have relatively simple environments and that are looking to simplify and lower administration of existing opensource implementation and/or have limited budgets. BorderWare Technologies BorderWare spent the better part of 2005 redesigning its flagship MXtreme products to good effect. The company improved its native anti-spam capability with connections management and their own reputation service in addition to existing Symantec/Brightmail capabilities. Scalability was improved with native clustering and integration with partners Sun/HP and F5 Networks. Outbound content inspection capabilities were much-improved, and the company is making investments in dictionaries and canned policies to ease administration. Policy-based encryption is delivered via native TLS or optional integration of on-box PostX functionality. The company is maximizing its extensive firewall and SIP firewall capabilities to create a policy platform that can be leveraged across multiple communications modalities, although IM support is still in the future. While these improvements were dramatic for BorderWare, the new features are early versions that were not fully fleshed out. BorderWare therefore failed to leapfrog the competition, keeping it on the edge of the Niche Players quadrant. Despite recent notable wins, such as Telus, BorderWare s ability to execute is hampered by its small market share and small installed base of large-enterprise customers in a consolidating market. Geographic distribution is above average because of a strong European channel, but the company's very low mind share in North America lowered BorderWare s overall marketing and sales execution scores. The company recently raised additional capital; however, its viability remains below average for this market, partly because of its strategic investments in VoIP. Like all companies in this market, it is an acquisition candidate. Fortunately, its firewall business and VoIP experience are solid assets that could attract a favorable buyer. Clearswift Clearswift was an early entrant and innovator in the security market. The customer base has shrunk from its historic peak because of inattention to changing spam trends in 2004, but it has grown during the last 18 months and represents a respectable market

11 share, especially in the European Union (EU). The company has implemented significant management changes in the past 12 months (for example, the CEO, COO, and vice president of engineering, vice president of marketing and vice president of business development are all new). MIMEsweeper for SMTP software is the most common delivery method, but Clearswift is also offering a new appliance and a new managed service (hosted in the EU), although capabilities and features are slightly different across the product line. Clearswift has a legacy of very poor spam detection and high false positives, but customers report significant improvement during the past 12 months. Virus signatures are not included with the software product. The new appliance includes Kaspersky Lab's antivirus scan engine, and the managed service offers multiple engines. Virus detection is enhanced with an outbreak service called ThreatLab, which issues alerts to quarantine suspect e- mails. MIMEsweeper for SMTP includes very granular policy implementation and enforcement, but its complexity is not always appreciated, and it continues to receive poor marks for manageability and a heavy administration load. The appliance product is more user friendly. Clearswift gets very high marks for content inspection and comes with 30 dictionaries, including Sarbanes-Oxley Act (SOX) and Gramm-Leach-Bliley Act (GLBA)-type phrases. For encryption, Clearswift partners with PGP, GlobalCerts and Sigaba. The company is beginning to make some Web investments. It co-sells FaceTime for IM hygiene. Clearswift also offers a software Web gateway product and is working on a Web-filtering appliance and Web-filtering managed service that is due in the fourth quarter of Clearswift is a leading vendor for enterprise content inspection requirements and is improving its spam detection capabilities. IronPort Systems IronPort is another California-based company, focused solely on messaging security. A leader in 2005, IronPort is again one of our Leaders in the Magic Quadrant this year and is a top pick, especially for large-enterprise clients. IronPort is one of the fastest-growing companies in this year's Magic Quadrant. It has also built up its channel for SMB customers, showing initial success outside its traditional enterprise installed base. The company has expanded its operations significantly, with one of the highest employee head counts dedicated to this market in the industry. IronPort pioneered connection management using its SenderBase reputation service and a high-performance/scalable MTA. Since last year, the company has also improved its enterprise-class management and reporting capability, along with the introduction of a management appliance to consolidate multiple logs and reports. IronPort customers are typically very enthusiastic, although some concerns have emerged about the efficacy and performance of the Brightmail engine and the lack of attachment filtering. IronPort has wisely invested in its own anti-spam engine, which compares favorably with Brightmail at a lower cost, and it provides the company an alternative option to the Symantec engine; this partnership will become increasingly uncomfortable as Symantec s appliance

12 offerings mature. IronPort suffered in its vision score this year because it has been slow to build more-comprehensive security functionality. Rather, it relies on partners for encryption (for example, PostX and PGP) and partners for IM filtering and outbound content monitoring. These partnerships vary in levels of actual integration and management but generally involve more administration overhead and expense than integrated solutions from the competition. IronPort s strategy providing what it does well and partnering for the rest has served the company well to date in the largeenterprise market. Customers in this segment want rock-solid reliability and scalability and is willing to buy best-of-breed components and integrate these themselves. Unfortunately, satisfying the burgeoning SMB market requires greater integration to lower costs and administration effort. The company gained points for its recent focus on HTTP malicious-code protection appliances. However, this is a separate market for the enterprise today. Although it is a bold and strategic move, given the future of converged content inspection across multiple communications channels, IronPort must ensure it doesn't lose focus on its messaging security foundation as it builds expertise in HTTP security. Marshal After the anticipated synergy with NetIQ s core business failed to materialize, Marshal separated from NetIQ in a management buyout (MBO) in late Unfortunately, NetIQ failed to invest in Marshal's product development, brand awareness and new features, and it damaged Marshal s reputation by decreasing customer support levels. Marshal is rebuilding itself, and the original founders and development team are back on board. The new company is back on track with regular product updates. However, the company is still understaffed, given the size of its client base compared with competitors, and it will have to grow rapidly. Although the MBO clearly reinvigorated the company, its acquisition detour reduced our opinion about the company's ability to execute since last year. Marshal still has a significant installed base of customers, and the product excels in outbound content inspection with numerous dictionaries and pre-configured policies. It is reported to be easy to manage with hierarchical management, automatic population of policy to multiple nodes and a very intuitive GUI for Windows users. Anti-spam effectiveness declined under NetIQ management but seems to be recovering of late. Still, the product lacks support for DomainKeys Identified Mail (DKIM) or Sender Policy Framework (SPF) and is missing reputation services. Given customers' appetite for appliances and services, Marshal's software-only offering gets the company low marks for market responsiveness and limits its appeal. Encryption capabilities include policydriven TLS and S/MIME. Marshal's Web product includes a proxy-based Web gateway with URL filtering, content analysis, and antivirus and spyware signatures, but it does not include IM hygiene yet. Marshal s policy-driven archiving solution is also a positive factor.

13 McAfee Given its potential, McAfee has been surprisingly slow to react to the rapidly growing anti-spam market and customer needs, as evidenced by its minimal market share. Fortunately, in 2005 and 2006, it made great strides and is beginning to reach functional parity with some of the market leaders. Improvements in anti-spam filtering, including streaming anti-spam updates (as frequently as every two minutes) and the licensing of Postini s Postini Threat Identification Network (PTIN) reputation system, seem to have cured past inconsistent spam detection rates, although support for SPF or DKIM is lacking. Value-added antivirus support is limited and, like Symantec, McAfee suffers from its success in the desktop market as buyers seek diversity of virus detection methods. McAfee enhanced its quarantine management and end-user quarantine controls with mail digests and individual block-and-allow list management. For management, McAfee relies on its universal management console epolicy Orchestrator (epo) for reporting and configuration. It provides excellent centralized configuration and policy synchronization and reporting, but it is constrained by its Microsoft Management Console format, and it is not as attractive or easy to use as other Web-based administration consoles. The lack of rolebased administration (due in the next release) is notable for a management console that would typically be used by different IT departments. McAfee has very limited MTA capabilities. McAfee s Secure Content Management appliances have had outbound antivirus and content scanning for several years, including inspection of message attachments and dictionaries. Outbound scanning was enhanced in June 2006 with new regulatory compliance lexicons for HIPAA and privacy. TLS encryption was recently added to the appliance products, which also support external routing to third-party encryption tools but not on box solutions. McAfee was one of the first vendors to offer customers all three deployment types with a managed service offering delivered through an OEM relationship with Postini. McAfee gets high marks for its integrated and Web filtering appliances, which includes virus/spyware and URL filtering, but it is notably missing IM hygiene capability outside of blocking. McAfee has an excellent channel, solid financials, global presence and a large installed base, giving it a high ability to execute. To achieve a higher vision score, McAfee needs to demonstrate more market leadership. MessageLabs MessageLabs is a very mature service provider. It boasts the best international data center presence and a broad geographic customer presence. MessageLabs own Skeptic heuristics filtering technology analysis is augmented with Symantec (TurnTide and Brightmail) anti-spam filtering. The company offers image detection services for intercepting pornographic images, a useful service for detecting acceptable-usage violations. MessageLabs is noted for its outstanding antivirus protection, which has been successful at catching viruses before signatures were available from traditional antivirus vendors. Consequently, MessageLabs is able to offer a 100% virus detection service-level

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